Only B2B

FEBRUARY 1, 2024

.” – Mary Meeker, Partner at Kleiner Perkins With the ocean of customer data at your fingertips, identifying the right buying intent aligning your business offerings is critical to driving sales. This article explains the intent data and why it is crucial to include it to hit your sales goal in 2024.

Intent Data 71

Intent Data Intent Marketing Strategy Marketing & Strategy 71

Marketing Interactions

AUGUST 24, 2021

Buyers need to complete specific jobs before consensus can be reached for a buying decision. They need information that helps them understand what to ask, do, understand, and evaluate. And they benefit from B2B content that shows them how to do those things. Aim Earlier with Your B2B Content Marketing Strategy.

B2B Thought Leadership 62

B2B Thought Leadership Thought Leadership B2B Gartner 62

FunnelEnvy

DECEMBER 26, 2022

In today’s B2B tech and software world, many buyers are from the millennial age range – born between the mid-1980s and early 1990s. Studies have shown that this group has a distinct preference for a few specific styles of sales and marketing. According to research, many buyers want to do business precisely this way.

Top of Funnel 76

Top of Funnel Marketing Automation Services Optimization Generation 76

Content4Demand

AUGUST 24, 2022

Digital marketing content continues to win viewers, and buyer enablement content offers a shortcut to helping those viewers make better—and faster—buying decisions. Gartner says that 80% of B2B sales interactions between buyers and suppliers will be in digital channels by 2025.

Gartner 87

Gartner Advertising Agencies Paid Search Agency B2B Sales 87

Marketing Interactions

JULY 31, 2022

I’m hearing a lot of assertions about the B2B buyer journey. I’m thinking about the differences between what your buyers experience with your content and brand (outside), and what it takes to create successful buyer-driven experiences (inside). Content should be helpful for both customers and buyers…everyone consuming it.

B2B 75

B2B Buyer's Journey Gartner B2B Sales 75

Business Brainz

FEBRUARY 15, 2022

Content creation is hugely important in B2B. A common challenge for marketers in the B2B world is to have the ability to create dynamic content. Data has become an absolute essential to B2B marketers. Actionable insights also known as insight reports are considered as high-value asset to support sales and marketing campaigns.

Marketing Report 52

Marketing Report B2B Marketing Campaigns B2B 52

6sense

JANUARY 31, 2022

The future of B2B sales and marketing is — yes — skinny jeans! Firstly, let’s start with a big thank you to Brent Adamson and his book The Challenger Customer for, several years ago upon the book’s first publishing run, formally articulated the idea of the B2B buying committee. . Creating An Experience Customers Crave .

CMO 62

CMO Peer-to-peer Buy Gartner 62

Mereo

MARCH 21, 2024

A multi-national software provider’s sales cycles was running 12-18 months on average. When they engaged Mereo to address this, we conducted a win-loss analysis and discovered that the majority of the sales cycles were really about three to four months. This one example goes to show: Overall B2B buying has gotten more complicated.

Buy 41

Buy B2B Thought Leadership Multi-Channel Sales Cycle 41

Madison Logic

AUGUST 2, 2023

B2B buyers need more attention and information to make a purchase decision, ideally, a personalized buying experience. Why Personalization Matters Today’s buyers no longer want a personalized experience; they demand it. Looking for more guidance into personalizing the buyer experience? And it works.

Account Based Marketing 52

Account Based Marketing Personalization Multi-Channel Top of Funnel 52

NetLine

NOVEMBER 9, 2023

In a previous post, we covered how to get the sales handoff right and why first-party and validated buyer data is essential in this process. It’s important to realize that although intent data has played a major role in discovering and nurturing leads before being handed over to sales, its job isn’t finished at that handover.

Intent Data 52

Intent Data Intent Top of Funnel Outreach 52

Madison Logic

JANUARY 18, 2023

Because buyers, not sellers, have all the power in B2B. While they appreciate our clever wordsmithing and attractive graphics, these mean nothing if we’re not giving them the experience they want in the buyer’s journey. They expect us to understand who they are, what they need, and when they need it.

Account Based Marketing 52

Account Based Marketing ABM Work Management Marketing Management 52

The ROI Guy

FEBRUARY 20, 2019

The bad news for B2B sales cycles everywhere is that 84% of B2B buyers report that purchase decisions take longer than expected – twice as long for most. One reason for the delay is that modern B2B buyers want help accelerating the decision process and assuring decision success. It's a NO PITCH zone.

Gartner 45

Gartner Buying Cycle Differentiation Buyer's Journey 45

Mereo

MARCH 4, 2021

The same risk exists for B2B subscriptions — and this is one of the greatest challenges Mereo has identified for B2B product, sales and marketing teams to consciously and strategically overcome. Just-Right Conditions Driving a Boom in Subscription Service Offerings — and Buyer Expectations. They get subscriptions.

Demand 74

Demand Marketing Management Lead Ranking Terms and Conditions 74

Mereo

SEPTEMBER 29, 2022

Buying committees are on the rise in the new B2B buyer journey. Buyers overwhelmingly value selling organizations that gain a deep understanding of their company and its needs and, furthermore, demonstrate that with relevant content and conversations. Can your solution help your buyer realize true gains?

Buy 41

Buy B2B Thought Leadership Buyer's Journey Case Studies 41

Zoominfo

MAY 11, 2020

There’s a lot to think about when developing an annual sales plan to support your organization’s strategy and objectives: New customer acquisition, customer retention, increasing share of wallet, resource budgeting … just to name a few. But don’t forget about your sales territory plan. What is a Sales Territory Plan?

Planning 100

Planning Ideal Customer Profiles SWOT Verticals 100

Seismic

JULY 1, 2019

It’s no secret that the sales cycle has changed a lot over the past few decades. But what about sales reps and leaders who have not recognized the shift in technology and have not yet adapted to today’s sales cycle? How B2B buying has changed. How B2B buying has changed. Buyers have grabbed control.

Sales Cycle 78

Sales Cycle Cross-Selling Gartner B2B Sales 78

Mereo

AUGUST 4, 2022

This reality applies to your B2B selling organization too. Today, salespeople garner just 5% of a buyer’s time on average during the B2B buying journey — while the buyer spends nearly half of their time researching solutions online. These are no small tasks on the buyer’s behalf.

Buyer's Journey 41

Buyer's Journey Differentiation Gartner Paid Search Agency 41

Mereo

NOVEMBER 7, 2019

Sellers have a greater opportunity than ever to become a trusted advisor to their buyers. In a recent Gartner Inc. In a recent Gartner Inc. Gartner is referring to its new selling insight as a “Sense Making” revolution, something I discussed in this previous article. Sellers Should Identify and Make Buyers’ Pains Clear.

Gartner 42

Gartner Buying Cycle High Quality Lead Differentiation 42

VisumCX

SEPTEMBER 26, 2017

In a newly published study , nearly two-thirds of buyers told Merkle that they are challenged by vendors and sales reps that are more interested in selling their products and services than listening to buyers needs. A good number of B2B organizations have defined customer personas and profiles. on the farm.

Ideal Customer Profiles 53

Ideal Customer Profiles Work Management Marketing Management Case Studies 53

Mereo

MARCH 26, 2020

At Mereo, we have developed a unique approach to revenue performance that leverages the inherently interdependent operational disciplines of demand progression, solution marketing, solution management, sales operations and sales enablement. you have nothing of which to serve your buyer. A past problem is wiped out.

Work Management 41

Work Management Marketing Management Lead Ranking Demand Generation Agencies 41

Marketing Interactions

JUNE 13, 2021

Ever since, I’ve been thinking about a few more things that B2B marketers need to break. But, in B2B, it’s not as much about knowing their shoe size as it is understanding their industry, role, and use case. Research from Gartner found that helping B2B buyers advance increased purchase intent by 16%.

B2B Marketing 174

B2B Marketing B2B Gartner Purchase Intent 174

Sana Commerce

OCTOBER 4, 2021

B2B buying and selling has changed. In the face of B2B sales’ digital transformation, should your sales strategy follow suit? Lessons learned from the digital transformation of B2B sales. In recent years, many B2B organizations have chosen to embrace digital to get ahead of change ?

Digital Transformation 52

Digital Transformation B2B Sales Enterprise Management B2B 52

NetLine

NOVEMBER 30, 2023

Intent data is an essential part of sales enablement. But with the volume of content online continuing to increase, how exactly should B2B marketers highlight the right content for sales teams to use at the right time? After that, make sure you ask your sales team. Gong.io) that analyze interactions with buyers.

B2B Sales 52

B2B Sales Intent B2B Marketing Digital Asset Management 52

The ROI Guy

JANUARY 17, 2011

Tom Pisello: The ROI Guy This blog is dedicated to the strategies and tools used by solution providers to better prove and improve the value of B2B solutions to frugal buyers - using diagnostic assessments, interactive white papers, ROI calculators and TCO comparisons. For most buyers it’s easier to do-nothing, than to change.

Budget Programs 40

Budget Programs Marketing Automation Services Enterprise Management ROI 40

Sana Commerce

AUGUST 21, 2023

The difference between B2B and B2C e-commerce customer journeys When we talk about the e-commerce customer journey, we refer to the process that each customer undergoes. Our aim in B2B e-commerce is to ensure that our online portals are about so much more than just a transaction. There is so much more to take into consideration.

Optimization 52

Optimization Ideal Customer Profiles B2B Allocation 52

The ROI Guy

NOVEMBER 4, 2010

Tom Pisello: The ROI Guy This blog is dedicated to the strategies and tools used by solution providers to better prove and improve the value of B2B solutions to frugal buyers - using diagnostic assessments, interactive white papers, ROI calculators and TCO comparisons. Is this digital spending allocation aligning with buyer needs?

Work Management 40

Work Management ROI Marketing Management Marketing Budget 40

Martech

MAY 16, 2023

Will the ability to send better emails/content written more quickly by AI change the lives of B2B marketers for the better? Up to 89% of decision-makers said the content they encountered through the buying process was high quality, according to a 2019 Gartner research. This is where the opportunity for AI in B2B lies.

Marketing AI 92

Marketing AI Top of Funnel B2B Intent Signal 92

Martech

MAY 16, 2023

Will the ability to send better emails/content written more quickly by AI change the lives of B2B marketers for the better? Up to 89% of decision-makers said the content they encountered through the buying process was high quality, according to a 2019 Gartner research. This is where the opportunity for AI in B2B lies.

Marketing AI 89

Marketing AI Top of Funnel B2B Intent Signal 89

Webbiquity

JANUARY 3, 2012

Social media, content aggregation and curation , user-generated content and other developments have dramatically changed the B2B buying cycle over the past few years. This evolution has changed life for sales reps as well. How can B2B organizations, marketers and sales professionals adjust to, and thrive in, this new environment?

Sales Management 100

Sales Management B2B Sales Top of Funnel B2B Marketing 100

The ROI Guy

NOVEMBER 29, 2010

Two economic downturns over the past decade have made buyers more spendthrift, and more skeptical of vendor claims. Fueled by a wealth of on-line resources and social networks, buyers have seized control of the buying cycle, engaging with sales representatives later and later, and further elongating sales cycles.

Peer-to-peer 40

Peer-to-peer Marketing Automation Services Spending Marketing Budget 40

6sense

NOVEMBER 4, 2021

According to a recent Gartner study , more than two-thirds of B2B buyers feel a bit overwhelmed by the amount of high-quality research material available to them — especially on the internet. Interestingly, Gartner also found that 77% of B2B buyers rate their purchase experiences as extremely complex or difficult.

Gartner 62

Gartner Account Based Marketing Content B2B Sales 62

B2B Digital Marketer

OCTOBER 5, 2020

B2B Digital Marketing Has Never Been Easier. B2B Digital Marketing started as early as the internet boom in 1990’s. In this episode of the B2B Digital Marketer Podcast , Paul Slack shares 20+ years of his experience and helps us figure out how to leverage this new medium to its fullest. 15:15 – The B2B buying cycle.

Sales Management 52

Sales Management B2B Marketing Top of Funnel Planning 52

Seismic

FEBRUARY 24, 2022

Digital-first sales journeys have changed the ways buyers and sellers engage. With fewer in-person interactions, buyers are spending more time navigating the buying journey online. . While buyers are spending more time researching solutions, they’re spending less time with sales reps.

Work Management 52

Work Management Gartner Case Studies Sales Cycle 52

Choozle

JANUARY 20, 2020

B2B marketing isn’t an innovative marketing strategy, but the challenges marketers are experiencing can make it challenging to reach their desired audience and drive results. B2B (also known as business-to-business) marketing reaches individuals at a business that is making a logical process-driven purchasing decision.

Enterprise Management 53

Enterprise Management Work Management Marketing Management Marketing Automation Services 53

Mereo

MAY 26, 2021

Buyers are demanding the shift from B2B organizations as much as consumers are from B2C. According to Gartner , “By 2022, more than 80% of software providers will change their primary business model from traditional license and maintenance to subscription models, regardless of whether the software resides on premises or in the cloud.”.

Marketing Management 94

Marketing Management Budget Programs Bundling Paid Search Agency 94

KoMarketing Associates

APRIL 15, 2020

Understanding how a B2B buyer’s journey naturally progresses is key to designing a digital marketing program that works in any economic climate. Fortunately, there’s quite a lot of research available to help us see how B2B buyers are navigating their purchase process. Many things have changed in the last few years.

Buyer's Journey 157

Buyer's Journey Peer-to-peer Enterprise Management Work Management 157

Madison Logic

AUGUST 17, 2023

The days of schmoozing potential buyers with lavish lunches and cold calls are behind us. According to Gartner, sales reps only have a mere 5% of a decision-maker’s time during their B2B buying journey. Storytelling also sets a brand apart in a crowded B2B market where every company sounds the same.

Storytelling 52

Storytelling Top of Funnel Buy Account Based Marketing 52